FALLING ON THE SWORD
A prospect disappeared after expressing interest.
So Kyle (the seller) took responsibility and sent this email:
“Chris, I wanted to apologize. It seems like I did a poor job discussing the initial requirements from the start on this one (temp rating, environment, distance, etc.). That’s on me. Do you no longer need this inventory?”
A few minutes later, Chris (the prospect) responded:
“Hey Kyle, this is on me also. I wasn’t considering that not all industrial temperature ranges are equal and that these could require a higher max. Apologies for this not moving along faster. Doug {Last name redacted} is ready to reach out to you for a final quote to then get the order moving. Please give me one more day to confirm with {Redacted} if they need 95 or if 85 is okay – but I am anticipating that they will say 95 since these are going in a sealed enclosure deployed outdoors. Will be in touch as soon as I have confirmation. Chris.”
Why Does Falling on the Sword Work?
By admitting responsibility, Kyle demonstrated accountability and integrity. This builds trust and shows that he is committed to rectifying any issues.
Taking responsibility disarms the prospect and shows that you’re genuine and trustworthy, which can encourage them to re-engage.
Asking a direct question (e.g., “Do you no longer need this inventory?”) clarifies their current needs, which helps to refocus the conversation on actionable next step.